Never Lose a Buyer Again

Nikki Ubaldini

FAMILY REUNION

2016

Nikki Ubaldini

• Crystal Beach, Florida

• Cofounder of The Gary & Nikki Team

• Regional Operating Principal: Florida–South

• Operating Principal in Three Market Centers

• MC Broker

FAMILY REUNION

2016

Delivering Steller Buyer Consultations

• Setting the Stage for Success

• Explaining the Home-Buying Process

• Conducting a Needs Analysis

• Defining Expectations

• Getting an Exclusivity Agreement Signed

Win the Buyer Every Time

FAMILY REUNION

2016

• Prepare a Home-Buying Packet or Buyer’s

Book.

• Practice your conversion scripts.

• Get into the FLOW of opportunity.

Getting Prepared

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• Who is it all about?

• What’s their favorite subject?

• Don’t sell and tell about YOU.

• Close for CITO.

• Congratulations! You have an appointment!

Convert the Lead

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Use a script to set the stage for success:

“Before we get started, I would like to share my/our team mission with you. My/Our mission is to help you achieve your goals and exceed your expectations. By doing this I/we hope you would never hesitate to refer me/us to your friends, family, or coworkers. Therefore, at the end of our meeting today, one of three things will happen …”

Setting the Stage for Success

FAMILY REUNION

2016

“One: You will understand all the benefits I/my team can provide

to you and you will choose to hire me/us and that would be great!”

“Two: You may not understand all the benefits I/my team can

provide to you and you may choose not to hire me/us and, to be

quite honest, that wouldn’t be so great.”

“Three: I/We may choose not to represent you in the purchase of

your new home.”

“Would that be a fair assessment?”

(Pause for reaction)

Setting the Stage for Success

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“Let me explain why I would say that. Remember, my/our mission is to help you achieve your goals and exceed your expectations. Well, if at any time during our meeting today I feel I/We cannot achieve your goals or exceed your expectations, I would rather turn you down now than let you down later, and we can part as friends. Does that sound fair to you?”

“Great, let’s get started!”

Setting the Stage for Success

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• Walk through state disclosures.

• Don’t ask them to sign any documents …

yet.

Setting the Stage for Success

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• Overview• Research Process• Properties• Market Conditions/Inventory• The Offer• The Contract• Negotiation Process• Contract-to-Close Process

Explaining the Home-Buying

Process

Win the Buyer Every Time

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• Ask permission.

• Adjust your script.

• Explain the steps.

• Help buyers understand the value an agent

brings to the process.

1. Overview

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• Explain the research process.

• Research sources:

• Multiple Listing Service (MLS)

• For sale by owner (FSBO) houses

• New construction houses

• Withdrawns and expireds

2. Research Process

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• Set up for success.• Determine average number of homes a

buyer typically tours before making a decision.

• What would the buyerdo if the first house meets all of their criteria?

3. Properties

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• Share local market conditions.

• Explain buyer’s market vs. seller’s market.

• Use the statistics to explain the market.

• Be the interpreter, not the creator, of the

market.

• Educate. Don’t sell and tell.

4. Market Conditions/Inventory

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• Discuss how much they are willing to pay.• Explain the process of determining/making

an offer.• Comparative Market Analysis (CMA)• Types of contractual contingencies

• Prepare for multiple offer situations.• Explain what you can control and what you

can’t.

5. The Offer

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• Highlight key points in contract documents.

• Provide sample documents.

• Ask buyers to review documents.

• Explain which standard

contingencies will be included.

• Encourage questions before writing an

offer.

6. The Contract

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• Explain your role.

• Explain their role

• Explain time is of the essence.

• Reiterate responsibilities of a buyers agent.

7. Negotiation Process

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• Explain the importance of this phase of the home-buying process (“Our job really starts now.”).

• Provide: • Statistics on real estate closings—FSBO vs.

Real Estate Agent

• A brief overview of the activities and interactions you will manage during this process

8. Contract-to-Close Process

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• Use a script to ask about the transaction:

“On a scale of 1 to 10, with 1 being ‘not very

good’ and 10 being ‘it’s awesome, it’s a great

experience,’ what one thing has to happen for

this transaction or process to be a 10 for you?”

Conducting a Needs Analysis

The Tens Exercise

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Always go three-deep!

1. Why is _____

important to you?

2. Describe for me what

you mean by

_________.

Conducting a Needs Analysis

FAMILY

FAMILY REUNION

2016

• Use a script to ask about the HOME:

“On a scale of 1 to 10, with 1 being ‘not very

good’ and 10 being perfect, what one thing

does your new home have to have or be to be

a 10?”

Conducting a Needs Analysis

The Tens Exercise

FAMILY REUNION

2016

Always go three-deep!

1. Why is _____

important to you?

2. Describe for me what

you mean by

_________.

Conducting a Needs Analysis

FAMILY

FAMILY REUNION

2016

• How does somebody win with you?

• How does somebody lose with you?

Defining Expectations

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• What do you feel I have the right to expect from you as my client?

• What do you feel you have the right to expect from me as your agent?

• Listen to how their commitment to you is developing and strengthening.

Defining Expectations

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Use a script and move straight to the buyers

agent exclusive (representation) document:

“Ready to get started finding that dream home?”

Pull out your AGREEMENT OF LOYALTY and

begin filling it in!

Getting an Exclusivity

Agreement Signed

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• Complete the document with their

participation.

• Put exclusivity language into layman’s terms.

• Present document for their signature.

Getting an Exclusivity

Agreement Signed

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• Elements that make this approach “stellar”

• Key points to remember

• Common obstacles or objections

• Ways to customize the approach

Delivering Stellar Buyer

Consultations

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2016

• Develop powerful scripts to help set the stage for success.

• Create a Home-Buying Packet to help you explain the steps in the process.

• Practice probing to identify needs, wants, and values.

• Clarify expectations!• Learn how to get an exclusivity agreement

signed.

Ideas into Action!

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